02014nam a2200313Ia 4500 313747 20170126134349.0 120514s2013 nyu 001 0 eng 2012017452 9780814431771 9780814431788 DLC DLC spa pcc HF5438.25 .W29295 2013eb 658.85 23 Weinberg, Mike. 290051 New sales [electronic resource] simplified the essential handbook for prospecting and new business development by Mike Weinberg ; foreword by S. Anthony Iannarino. New York American Management Association c2013. 1 online (xx, 220 p.) 24 cm. Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index. eigm 06/2013 Selling 167771 Local New business enterprises 142320 Local Business planning 67271 Local Electronic books local 91167 Local Bibliographic record display http://site.ebrary.com/lib/pucpr/docDetail.action?docID=10599087 Presione para acceder el libro en línea. 7 HF5438.25 .W29295 2013eb 231465 231465 0 0 0 HF_5438_250000000000000__W29295_2013 0 mbeb 131828 12 12 45 2016-05-27 GLOBAL ONLINE BIBIOGRAPHIC INFORMATION 26.93 505072 0 HF5438.25 .W29295 2013 50000003239372 2016-05-27 00:00:00 r:313747 7 0 0 ddc 0 658_850000000000000 0 434564 1 1 45 2023-01-24 0 658.85 60000010178363 2023-01-24 00:00:00 Ebooks 2023-01-24 7